Revenue Strategy and Operations Analyst

Overview

You're joining as one of the first RevOps people at a ~160-person healthcare tech company. You'll support Sales, CS, and Marketing with whatever they need—reporting, forecasting, process documentation, CRM cleanup, territory planning. This is a true generalist role before they hire specialists. You report to Matt (Senior Manager, Rev Strategy & Ops), who's building this function from scratch.

Role Snapshot

Company Context

Stage: Unknown (likely Series A/B based on 164 employees in healthcare tech)

Size: 164 employees

Growth: Actively hiring on the RevOps team—expanding from what sounds like a 1-2 person function

Market Position: Healthcare pricing transparency is a developing category—likely educating buyers on new regulations and solutions

GTM Reality

Your Stakeholders:

• Sales team (AEs, potentially SDRs)
• Customer Success team
• Marketing team
• Finance (for forecasting/comp plans)

What They'll Ask You For:

• Weekly/monthly pipeline reports
• Forecast accuracy analysis
• CRM hygiene fixes (duplicate records, missing fields, incorrect stages)
• Territory/account assignment rules
• Comp plan modeling
• Campaign performance reports
• One-off data pulls for exec meetings

Systems You'll Likely Touch:

• Salesforce (or similar CRM)
• Marketing automation platform
• BI/reporting tool (Tableau, Looker, etc.)
• Spreadsheets (lots of spreadsheets)
• Potentially: ZoomInfo, Outreach, Gong

What You'll Actually Do

Time Breakdown

Reporting/Dashboards (35%) | Data Requests (30%) | Process Work (20%) | Meetings (15%)

Key Activities

• Building Reports: Sales leaders need to see pipeline by stage, conversion rates, rep performance. You're in Salesforce or the BI tool creating/updating dashboards. A lot of this is recurring weekly/monthly reports.
• Data Cleanup: Reps don't log activities consistently. Opportunities sit in the wrong stage. Accounts have duplicate records. You're the one fixing it or creating rules to prevent it.
• Ad-Hoc Analysis: 'Can you tell me why our win rate dropped last quarter?' or 'Which campaigns are driving the most pipeline?' You pull data, build a deck, present findings.
• Process Documentation: Nothing is documented yet. You're writing down how things should work—lead routing, opportunity stages, forecasting cadence. Then trying to get people to follow it.
• Systems Admin: Adding new users, updating fields, building workflows, troubleshooting integrations when they break.
• Cross-functional Projects: Helping launch a new sales comp plan, rolling out a new tool, redesigning the lead scoring model.

The Honest Reality

What's Hard

• Ambiguity: They're 'building the plane midair'—that's not just a cute phrase. Processes don't exist. You'll figure out what needs to be done as you go.
• Reactive Work: You'll plan to work on strategic projects, then get pulled into urgent data requests or broken dashboards. Your priorities will change daily.
• Sales Reps Don't Care About Data Hygiene: You'll create rules and documentation. Reps will ignore them. You'll spend time cleaning up the same issues repeatedly.
• Being the 'No' Person: When Sales wants a report that the data can't support, or wants to change a process mid-quarter, you're the one explaining why it's messy.
• Lack of Structure: At a bigger company, RevOps has swim lanes—sales ops, CS ops, marketing ops. Here, you're all three. That's exciting until you're juggling six projects and don't know what to prioritize.

What Success Looks Like

• Sales leaders trust your pipeline forecasts (within 10-15% accuracy)
• You reduce time spent on manual reporting by building automated dashboards
• CRM data quality improves (fewer duplicates, higher completion rates on required fields)
• Teams start following the processes you document (even if it takes nudging)
• You identify a process bottleneck or data insight that materially helps the business

Who You're Supporting

Primary Stakeholders:

• Sales Manager/Director (wants pipeline visibility, forecast accuracy, territory plans)
• CS Manager (wants churn analysis, expansion pipeline tracking, health scores)
• Marketing Manager (wants campaign ROI, lead conversion metrics, attribution reporting)
• VP/CRO (wants exec-level dashboards and strategic insights)

What They Care About:

• Sales: Hitting quota. Knowing where their deals are. Having clean data to coach reps.
• CS: Preventing churn. Identifying upsell opportunities. Proving CS's impact on retention.
• Marketing: Showing their campaigns drive pipeline. Optimizing spend. Getting credit for revenue.
• Execs: Predictable revenue. Clear visibility into the business. No surprises in the forecast.

Requirements

• 0-2 years in RevOps, sales ops, marketing ops, or a similar analytical role
• Strong Excel/Google Sheets skills (pivot tables, vlookups, formulas)
• Familiarity with Salesforce or another CRM (you don't need to be an admin, but you should be comfortable clicking around)
• Comfortable with ambiguity—this isn't a well-defined role with a playbook
• Good at explaining technical stuff to non-technical people (sales reps, marketers)
• Willing to do grunt work (data cleanup, manual reporting) while also thinking strategically
• Healthcare experience is probably a plus but not required
• 'Hungry, humble, people smart' per the post—Matt wants someone who'll roll up their sleeves, work with others, and figure things out